A Position Overview
Position Title
Branch Manager Department
Business Associate Model Level/ Band
401/Manager
Role Summary:
Responsible for achieving business targets for the branch through building a sustainable and productive distribution force.
Manage smooth business functioning, and successful implementation of various tactical and strategic business initiatives as other key responsibilities. Effective management of sales managers in the office leading to creation of a cohesive business unit along with other functional representatives in the branch to create a robust and successful business unit. Manage team of business associate manager and business associates Drive distribution engagement through choreography and training Work on cross sell and upsell campaigns and drive distribution for maximizing sales Ability to track local competition and align monthly business activities to achieve sales objectives Drive productivities of emplyees and distribution B Organizational Relationships
Reports To
Cluster Head
Supervises
Business Associates Managers
C Job Dimensions
Geographic Area Covered
Internal Stakeholders
Business Associates Managers Agency Sales Training Branch Operations Distribution Operations External
Business Associates/Advisors/Customers D Key Result Areas
Organization Process
Key Contributions
Strategic Business Development
Identify potential catchments areas and develop distribution in them Build Distribution through business associates Business Development
Drive recruitment of BAs through the BAMs
Drive recruitment initiatives through activities and through BAs Drive Growth in Distribution through NAAFs, NLAs and New BAs
Drive growth in business through Agent Activity, Case Size and Case Rate of the branches individually and the Region as a whole
Team Management
Coach, Train and support the reporting Managers Monitor and review their performance Lead by example in all spheres and direction setting Review and track the growth of managers to ensure that they achieve their individual budget Maintain utmost levels of responsiveness to requirements from the Cluster Head/ DOAs and National Head Ensure Compliance
Ensure compliance to internal sales process & other compliance standards MIS & Reporting
Maintain required trackers & reports to be submitted to various stakeholders
Risk
Participate in risk mitigation plans, contingency planning, business continuity programs by executing and reporting within defined timelines. Highlight and recommend process gaps, flaws and process changes. E Skills Required
Technical
Product/Subject matter expertise Team Management skills Mentoring skills Business perspective & planning Performance Management skills Insurance industry awareness Interviewing skills Self management Problem solving skills Peer level co-ordination and influencing skills Behavioral
Essential
Desired
Interpersonal skills
Communication skills
Creative thinking skills
Supervising/Leadership skills
Teamwork Skills
Influencing skills
Relationship Building skills
Decision making skills
F
Competencies
Business Acumen and Strategic Orientation
(
Ability to align with the organizations vision with a fair understanding of the insurance industry, regulations, financial markets and the agency business model in order to deliver profitable and sustainable business growth . )
Reviews and works towards productivity enhancement of the Business Associate Manager. Has an in-depth understanding of ones own and team goals and drives the team to achieve the desired targets. Demonstrates a good understanding and focuses on the profitability and viability of the branch through drive of profitable product mix. . Ensures and actively monitors the involvement of the branch employees in Choreography. Develop in-depth understanding of BA model, BA compensation and Agent commission. Building and Managing Relationships
(
The capability to initiate, nurture, maintain and manage business relationships with various stakeholders (internal and external) to achieve the desirable outcomes )
Directly conveys own thoughts on how things should be done and ensures subordinates feel comfortable to share their views. Shares relevant ideas/ information/views openly and directly and assumes different roles in a team to enable team performance. Effectively communicates and cascades various business initiatives to downline in order to drive business results. Sets boundaries for subordinates within which they decide the best course of action to meet customer needs. Builds and maintains effective relationships with high performing and capable distributors for business growth. Networks across geography and channels to expand distribution. People Development
(
Focus on identifying, developing, recognizing high potentials and building the high performing distribution in order to help individuals and teams, maximize their potential to achieve the business goals )
Gives team members opportunities to practice new skills and capabilities. Coaches based on developmental need of self, individuals and distribution. Is constantly in touch with team and distribution and effectively cascades key business highlights. Focus on development through structured choreography approach. Is able to adapt person -specific approach while dealing with various team members. Encourages recognition and rewards based on meritocracy and achievements. Drive for Results and Agility
(
Building an achievement orientation, with extraordinary levels of energy and efforts while being accountable for ones actions and decisions in an agile environment )
Reviews performance against goals and takes effective action to achieve them. Synergizes high performance oriented systems and processes to yield the desired results with agility. Sets clear expectations with the team to deliver performance oriented goals. Takes responsibility of ones own and teams decisions and actions. Communicates consistently with the team members and motivates team members for target achievement. G Incumbent Characteristics
Essential
Desired
Qualification
Graduate
PG / MBA
Experience
7 -10 years Sales management in Life Insurance
